Search Results - subject_exact:"Business-to-business marketing"

Disclosing transparency : a review of B2B marketing and supply chain research

Nawaz, Raja Rub; Wagner, Ralf - In: Industrial marketing management : the international … 124 (2025), pp. 73-94

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015173270

Empowering value co-creation : product and technology development in power asymmetric buyer-supplier relationships from the perspective of a weaker supplier

Siemieniako, Dariusz; Makkonen, Hannu; Kwiatek, Piotr; … - In: Industrial marketing management : the international … 124 (2025), pp. 128-149

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015173281

The brand-building process of B2B high-tech startups in an omni-digital environment

Olivieri, Mirko; Hu, Lala - In: The journal of product & brand management 34 (2025) 1, pp. 136-150

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015173324

Integration of traditional, transitioning & transformative digital technologies for value co-creation in B2B : a process model

Shankaranarayana, Rajesh; Narayanamurthy, Gopalakrishnan; … - In: Industrial marketing management : the international … 124 (2025), pp. 304-324

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015173335

Effects of B2B partnerships on the role stressors and well-being of alliance officers : a multi-level investigation

Ngowi, Carolyn Yesse; Ozdemir, Salih Zeki; Lui, Steven - In: Industrial marketing management : the international … 124 (2025), pp. 175-194

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015173338

The role of individual dimensions of business relationship quality and business customer value in building loyalty in microfinance

Tegambwage, Amani Gration; Kasoga, Pendo Shukrani - In: Journal of innovation and entrepreneurship : JIE 14 (2025), pp. 1-19

This study examines the efects of individual dimensions of business relationship quality (BRQ), namely trust, respect, and reciprocity, on business customer value (BCV) and customer loyalty (CL) in the microfnance industry. In addition, the study investigates the mediation efects of BCV on the...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015324752

Navigating the future of B2B marketing : the transformative impact of the industrial metaverse

Bamberger, Boas; Reinartz, Werner J.; Ulaga, Wolfgang - In: Journal of business research : JBR 188 (2025), pp. 1-14

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015159398

Knowledge transfer in business-to-business customer relationship development

Lavan, Thusyanthy; Tran Trieu Khai; Chen, Joseph; Yao, Jun - In: Industrial marketing management : the international … 125 (2025), pp. 319-338

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015331723

Enhancing B2B sustainability through customer training in product-service systems : a design science approach

Silva, Ariovaldo Alberto da; Ferecatu, Alina; Vanhamme, … - In: Industrial marketing management : the international … 125 (2025), pp. 355-372

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015331814

How B2B social media content strategies generate engagement across different social media platforms

Bourguignon, Benoit; Terho, Harri; Hajjem, Ahlem - In: Industrial marketing management : the international … 125 (2025), pp. 413-430

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015331938

Dynamic capabilities and multi-sided platforms : fostering organizational agility, flexibility, and resilience in B2B service ecosystems

Heikinheimo, Minna; Hautamäki, Pia; Julkunen, Saara; … - In: Industrial marketing management : the international … 125 (2025), pp. 179-194

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015331945

Leveraging organisational agility in B2B ecosystems to mitigate food waste and loss : a stakeholder perspective

Kolawole, Olushola Adeborode; Dora, Manoj; Umeh, Chidozie; … - In: Industrial marketing management : the international … 125 (2025), pp. 254-271

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015331953

Mental health and well-being in business-to-business markets

Lussier, Bruno; Chaker, Nawar N.; Clark, Melissa W.; … - In: Industrial marketing management : the international … 126 (2025), pp. A3-A12

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015386505

The rise of human-machine collaboration : managers' perceptions of leveraging artificial intelligence for enhanced B2B service recovery

Ameen, Nisreen; Pagani, Margherita; Pantano, Eleonora; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015359481

Pivoting B2B platform business models : from platform experimentation to multi-platform integration to ecosystem envelopment

Filosa, Clara; Jovanovic, Marin; Agostini, Lara; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015372558

Operationalizing ad creativity and its effects in B2B advertising

Ferguson, Jodie L.; Brown, Brian P.; Swani, Kunal; … - In: Industrial marketing management : the international … 126 (2025), pp. 168-184

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395408

Acquiring cross-border business customers : the roles of relevance and novelty in online communication

Zhao, Danyang; Wang, Meng; Gu, Flora Fang; Zhuang, Guijun - In: Industrial marketing management : the international … 126 (2025), pp. 1-17

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015386510

B2B market segmentation : an analysis of current practices and their implications

Mora Cortez, Roberto; Clarke, Ann Højbjerg; Freytag, Per V. - In: Journal of business research : JBR 189 (2025), pp. 1-15

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395493

Different roads lead to Rome : a configurational investigation of solution Salespeople's sales success in business-to-business markets

Bongers, Franziska M.; Keller, Alisa K.; Stoffer, Gloria; … - In: Industrial marketing management : the international … 126 (2025), pp. 251-265

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395423

When being green is not enough : an experimental study of the effects of sustainable value propositions on B2B green buying decisions

Aksoy, Marcel; Schnellbächer, Benedikt - In: Industrial marketing management : the international … 126 (2025), pp. 266-278

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395424

Not quite alike : supplier relationship management in B2B marketing and supply chain literature

Wieland, Désirée A. C.; Ivens, Björn Sven - In: Industrial marketing management : the international … 126 (2025), pp. 30-43

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395426

Advertising in business markets : the obscured bottom-line effect and need for appropriate analytics

Guenther, Peter; Guenther, Miriam; Rahman, Mahabubur; … - In: Industrial marketing management : the international … 126 (2025), pp. 185-196

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395428

Transitioning to artificial intelligence-based key account management : a critical assessment

Prior, Daniel; Marcos Cuevas, Javier - In: Industrial marketing management : the international … 126 (2025), pp. 72-84

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395443

Key account managers and customer experience : a service ecosystem approach

Schmitt, Laurianne; Klein, Michel; Lussier, Bruno - In: Industrial marketing management : the international … 126 (2025), pp. 118-130

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015395444

Sampling and sample size in B2B marketing : current practices and recommendations

Cabanelas, Pablo; Mora Cortez, Roberto; Pérez-Moure, Hugo - In: Industrial marketing management : the international … 125 (2025), pp. 71-86

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015331966

Different roles, different strokes : disseminating e-WOM in industrial Internet platform through multi-actor value co-creation

Liu, Yue; Zhu, Xiumei; Zhang, Mengyao; Fu, Jiaying; … - 2025

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015373119

EU privacy law and B2B digital manufacturing platforms in mental health

Pesqueira, Antonio; Machado, Andreia de Bem; Bolog, Sama; … - In: Innovation and green development 4 (2025) 1, pp. 1-15

This study investigates the intersection of European Privacy Law (PL) and Collaborative Platforms (CP) in the context of mental health, examining their global impact on psychiatric care and the facilitation of work reintegration for individuals with mental health conditions. The research...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015404993

Buyer-supplier relationship dynamics in buyers' bankruptcy survival

Mani, Sudha; Astvansh, Vivek; Antia, Kersi D. - In: Journal of marketing 88 (2024) 3, pp. 127-144

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014582921

Linking sales force integration into NPD to salesperson retention : toward a systematic framework

Prigge, Jana-Kristin; Schwehm, Kevin; Sieberz, Isabell - In: Journal of personal selling & sales management : JPSSM 44 (2024) 3, pp. 315-334

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015192662

Understanding the evolution of flexible supply chain in the business-to-business sector : a resource-based theory perspective

Tiwari, Manisha; Bryde, David J.; Stavropoulou, Foteini; … - In: International studies of management & organization : ISMO 54 (2024) 4, pp. 380-406

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015195138

Exploring the role of heuristics in buyer-supplier relationship dynamics

Åberg, Susanne; Andersen, Poul Houman - In: Management decision 62 (2024) 11, pp. 3473-3494

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015197492

Economic and non-economic satisfaction as interlocking constructs in B2B sales relationships

Ferro-Soto, Carlos; Padin, Carmen; Roberts-Lombard, Mornay - In: South African journal of business management 55 (2024) 1, pp. 1-14

Purpose: This study tests a research model that reflects the nomological relationship between satisfaction as a two-dimensional construct and continuity, coordination, and cooperation in business-to-business (B2B) sales relationships. Design/methodology/approach: The study sample comprised...

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015197620

All that glitters is not gold : exploring social selling through the eyes of B2B customers

Ancillai, Chiara; Bartoloni, Sara; Pascucci, Federica - In: The journal of business & industrial marketing 39 (2024) 13, pp. 49-67

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015205314

The influence of efficiency pursuing on business streamlining 2.0

Molin, Jonas; Ahmadi, Zahra - In: The journal of business & industrial marketing 39 (2024) 13, pp. 96-107

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015205317

Challenges and opportunities in the digitalization of the B2B customer journey

Andersson, Svante; Aagerup, Ulf; Svensson, Lisa; … - In: The journal of business & industrial marketing 39 (2024) 13, pp. 160-174

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015205321

Constraints and barriers on industrial customer performance in an omnichannel ecosystem

Cuesta-Valiño, Pedro; Alonso-García, Javier; … - In: Review of managerial science : RMS 18 (2024) 9, pp. 2749-2780

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015135719

The value of safety training for business-to-business firms

Chen, Yixing; Sridhar, Shrihari; Han, Kyuhong; Singh, Sonam - In: Journal of marketing research 61 (2024) 4, pp. 742-759

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015168383

A longitudinal perspective of the determinants of B2B service firms' internationalisation performance

Khan, Huda; Sardana, Deepak; Gupta, Narain; Lee, Richard; … - In: Industrial marketing management : the international … 123 (2024), pp. 173-187

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015168475

Foreign divestment of B2B service firms : institutional unpredictability and digitalization institutions

Tang, Ryan W.; Rammal, Hussain; Cavusgil, S. Tamer - In: Industrial marketing management : the international … 123 (2024), pp. 277-291

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015168480

Cross-cultural determinants of global account management : findings from B2B services

Lautenschlager, Christian; Tzempelikos, Nektarios; … - In: Industrial marketing management : the international … 123 (2024), pp. 358-371

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015168482

Digital authenticity : towards a research agenda for the AI-driven fifth phase of digitalization in business-to-business marketing

Pedersen, Carsten Lund; Ritter, Thomas - In: Industrial marketing management : the international … 123 (2024), pp. 162-172

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015168485

The influence of corporate social responsibility on stakeholders in different business contexts

Ghanbarpour, Tohid; Crosby, Lawrence; Johnson, Michael D.; … - In: Journal of service research 27 (2024) 1, pp. 141-155

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014580408

B2B service sales on a digital multi-sided platform : transformation from value chains to value networks

Heikinheimo, Minna; Hautamäki, Pia; Julkunen, Saara; … - In: Industrial marketing management : the international … 116 (2024), pp. 26-39

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014456183

Is segmentation a theory? : improving the theoretical basis of a foundational concept in business-to-business marketing

Ritter, Thomas; Pedersen, Carsten Lund - In: Industrial marketing management : the international … 116 (2024), pp. 82-92

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10014456187

Planned internationalization level and founder attitudes towards venture strategy

MacDonald, Jason B.; Mattingly, Eric Shaunn; Kushev, Trayan - In: Journal of small business strategy 34 (2024) 2, pp. 51-62

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015396334

Engaging the sales force in digital solution selling : an organizational behavior perspective

2024

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015399530

Export market orientation, performance and international partner selection : word-of-mouth referral versus direct contact

Ishii, Ryuta; Kikumori, Mai - In: International marketing review 41 (2024) 7, pp. 117-139

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015202407

From acquisition to retention : a single case study exploring the adaptation of customer value propositions in a subscription business

Elgeti, Laura; Kleinaltenkamp, Michael; Prohl-Schwenke, … - In: Journal of service management research : SMR 8 (2024) 1, pp. 13-28

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015149481

Digital service innovation in B2B markets

Kowalkowski, Christian; Wirtz, Jochen; Ehret, Michael - In: Journal of service management 35 (2024) 2, pp. 280-305

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015077990

Dialectic critical realism in business marketing : dialectic customer portfolio management

Vanharanta, Markus; Wong, Phoebe - In: The journal of business & industrial marketing 39 (2024) 3, pp. 474-490

Persistent link: https://www.econbiz.de, ebvufind01.dmz1.zbw.eu/10015078800